0 More Than 60 Ways to Increase Your Visibility In Less Than 60 Minutes Betty Doll, MBA, CLTC Broker, Trainer, Speaker

1 Make sure your name and contact information is on every piece of paper you send out—brochures, policies, everything.

2 Wear a nametag with “Your Name, Long Term Care Insurance Specialist” on it everywhere you go

3 Set goals for who you want to meet—then go where they go. –Who is your target market?

4 Be a sponsor for the Alzheimer’s or Parkinson’s Association Walkathon—get your name on the T-shirts that all participants receive.

5 Help with registration at the Walkathon

6 Send a thank you note to referral sources even before you hear from the referral and again after—even they don’t buy from you!

7 Offer to send a copy of Schedule of Benefits to the client’s CPA, Attorney, Financial Advisor, etc. Make sure the carrier contact info is on it and YOUR contact info. Send cover letter “we have a mutual client”.

8 Know the tax deductibility options and be ready to discuss it with prospects and with Centers of Influence

9 Let your “personal staff” know what you do—dry cleaners, dentist, doctor, hairdresser, etc. Give them business cards to distribute.

10 Whenever possible, do business with those who do business with you.

11 Send Thanksgiving cards

12 Send notes to prospects just to keep in touch.

13 Send get well cards to clients when you know they are sick.

14 Make memorial contributions after the death of a client.

15 ALWAYS carry business cards.

16 Have a 20 minute generic presentation that you can offer to Rotary clubs, church groups, etc even on very short notice.

17 Have a magnetic sign on your car with your contact information: your name, “Long Term Care Insurance Specialist”, and your phone number.

18 Say “please” and “thank you”.

19 Have your business cards serve an additional purpose—have a place to list current meds or emergency contact info.

20 Have a compelling elevator speech.

21 Always send handwritten thank you notes

22 Return all calls within the work day

23 Shut up and listen.

24 Be quick to introduce yourself to others

25 Be nice to EVERYONE

26 Target your advertising to where your ideal clients are

27 Know who your competition is

28 Keep hours that are convenient for your customers

29 Put your picture on everything – your business cards, your letterhead, etc.

30 Make sure the photo that you use on your materials still looks like YOU!

31 Recognize your clients’ birthdays – send a card (hand signed) or make a call- make special recognition of special birthdays

32 Clip notes about your clients, COI’S or people you want to meet from the paper and send to them with a congratulatory note.

33 Support organizations in the community that provide services to your client

34 Have your spouse and friends carry a stack of your business cards, too

35 Be visible in your community

36 Send a handwritten thank you note to prospects after your initial appointment— whether they buy or not.

37 NEVER badmouth the competition.

38 Know what differentiates you from the competition

39 Have a tagline that describes what you do

40 Send copies of anything you publish or that is published about you to clients and COI”s

41 Collect testimonials from clients—where will they be seen by others?

42 Have a portable display that you can take to trade shows

43 Offer a free consultation

44 If you have an assistant, make sure they have their own business cards that indicate “Assistant to Betty Doll, CLTC”

45 Have a website – make it useful. Promote it. Put the web address on your business card, the magnetic sign on your car, and your letterhead.

46 Have a Facebook Page Follow us at

47 Offer a policy review in exchange for a donation to a local charity working with the elderly in your community

48 Have letters of reference and permission to share them

49 Host an Open House

50 Appreciate Your Clients Host events –Concert –Theatre night –Ice cream social –Comedy tour

51 Have a life. Be able to talk about things besides your job.

52 Do something to recognize National Caregiver Month

53 Get your local government to recognize National Long Term Care Month (November)

54 Check out the sales resources at

55 Get your CLTC designation

56 Write a letter to the editor of your local newspaper when there are issues or events related to long term care

57 Put your designation on your business cards, correspondence, nametag and all other materials

58 Offer to write a column for other’s newsletters- financial advisors, homeowners associations, etc. Ghostwritten articles are available through CLTC

59 Send a newsletter to your COI’s

60 Send a newsletter to your clients

61 Offer an educational tea or happy hour– a place where people can gather to ask questions related to LTC

62 Send s to reporters in response to articles or letters to the editor-can position you as a source for future articles

63 Do what you say you will do, when you say you will.

64 Be a self promoter-no one else is going to do it for you!

Presented by Betty Doll, MBA, CLTC, CSA Long Term Care Insurance Services One Oak Plaza, Suite 305 Asheville, NC Making the discussion of long term care planning easy, enlightening, and enjoyable